Emma Brudner says, “Building a repeatable, scalable sales process is tough. There’s no shortage of diagrams, methodologies, or experts with opinions on exactly how you should be doing things. So where should you start? Right here. We’ve pulled together an introduction to all things “sales process” to help you get started down the road toward defining what your company’s ideal sales process should look like. If you’re looking for more comprehensive information, take this free on-demand sales training course or download this sales process cheat sheet. What is a sales process? “Sales... [...]

Emma Brudner says, “Salespeople are very aware of their quotas and the need to reach them. However, they’re not always clear on the steps they should take. That’s where sales methodologies come in. What Is a Selling Methodology? According to a Sales Benchmark Index article by John Kenney, “a sales methodology is the ‘how’ of selling as a skill set.” Unlike a sales process, which lays out the specific steps your reps take to move a brand-new, unqualified lead to a customer, a selling methodology usually doesn’t apply to the entire sales cycle. Instead, it’s relevant... [...]

Sanjoe Tom Jose says, “Just like every scientific activity requires a process, so does sales. And while there are umpteen versions of sales processes you can follow, the biggest challenge in sales management from my perspective is not figuring out which process to use, but to ensure that your team actually follows it. At Talview, along with the responsibility of being the CEO, I also managed the sales team for more than a year. We invested in one of the best CRMs to help us keep the process on track and get the right insights. The CRM supported email and calendar integration and connected... [...]